This post continues my blog posts based on the conclusions of my trip to Belgium. If you are curious, you can read my post from Tuesday about hiring only freelancers (for now) + focus on a design lead and my other post with general end of trip conclusions. After this, one more post is coming up about how the shift to AI affects design work as a whole.

When I created the first Obra homepage it said “Helping startups scale to the next design level”. Many people challenged me on specifically working for startups and they were right.

I started a project for two startups in the first +-2 months of Obra Studio, and I immediately felt it didn’t match with my other vision of scaling up an agency. As an agency you need cashflow, reliability and some level of predictability.

Just for context, what I am working on is to achieve a UI agency focussed on quality user interfaces. As far as headcount I am aiming to work with +-7 people working full-time near the end of the year, eventually scaling to 15-ish team members in a few years.

A friendly CFO focused on startups told me: “Johan, these pre-seed startups, they are struggling for money, they are bootstrapping to the maximum. It’s the worst financial period of their lives. Before funding, there is no money”. I felt his words at a small scale while I was struggling to get budgets and worried what it would be like when I would have to pay a full team.

This does not mean that we won’t work for startups at all; it’s just that I decided our prospective clients are people who want great quality UI, regardless of their company stage. I do have a preference for slightly smaller companies, because that’s where sometimes the interesting action happens.

This is just my current business theory that might need some revision after a while, and I’ll be curious to review this post in one year.